In this episode of "Sales Hindsight," host Patrick Kagan and I discussed common obstacles to sales success and ways to overcome them. We emphasized the importance of understanding individual motivations and reviewing actual achievements during the hiring process.
I identified limiting beliefs and fear of approval as common challenges in sales. We also delved into the need for salespeople to see themselves as peers to decision-makers and the potential pitfalls of promoting salespeople into management roles.
Here are some highlights that you can also apply in your sales team:
- Tips on hiring the ‘right’ players for your sales team, that involve focusing on achievements and a proven track record of results.
- Finding the root cause for the lack of sales results (the cause may NOT be what you think!)
- How ‘needing approval’ can hinder a sales person and how to overcome that mindset to get better results.
- Three key weaknesses often found in sales managers and how addressing these can transform a sales team. (Hint -they include accountability for results, coaching skills, and effective recruitment practices.)
- How to take a scientific approach to problem solving (ie use tools to gather data for a solid foundation for meaningful change).
Key Moments:
The importance of hiring and developing great people [00:04:09] The need for organizations to improve their understanding of hiring, developing, and retaining talent.
The problem with job ads and the importance of performance objectives [00:07:28] The issue with job ads and suggests focusing on specific performance objectives to attract qualified candidates.
The need for approval in sales [00:13:11] Salespeople's fear of asking compelling questions due to a need for approval, affecting their ability to close deals.
Overcoming limiting beliefs in sales [00:12:05] The root cause of a lack of results in salespeople is often hidden mindsets and limiting beliefs, which can be addressed through coaching and vulnerability.
The importance of sales analytics [00:17:40] Sales analytics are critical in identifying root causes of sales problems, such as stalled pipelines, and can help companies make informed decisions to improve sales performance.
Salespeople selling low [00:19:47] Salespeople tend to sell to lower-level staff members instead of decision makers, causing a lack of success.
Promoting salespeople to managers [00:22:27] Promoting a great salesperson to a sales manager often leads to failure because they lack the skills to manage and don’t know how to produce results.
Weaknesses of sales managers [00:24:15] Sales managers often struggle with holding people accountable, coaching effectively, and recruiting effectively.
The power of diagnosing issues scientifically [00:29:20] The importance of using scientific tools to diagnose issues in a company for effective change and transformation.
Nine steps to sales transformation [00:31:06] The nine steps that can help organizations improve their sales effectiveness and achieve higher levels of success.
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The Importance of Achievements in Sales
Patrick and I both agree on the significance of achievements and accomplishments in the sales industry. Every individual in a company should strive for success. During the hiring process, it's crucial to inquire about candidates' past achievements and examples of how they have reached their goals. This helps identify individuals with a proven track record of success.
Addressing the Root Cause of Lack of Results
One of the biggest mistakes companies make is failing to address the root cause of a lack of results. Often, the root cause lies in the limiting beliefs and hidden mindsets of salespeople. I offer a free resource that outlines the major limiting beliefs in sales. For instance, the need for approval can hinder salespeople from asking compelling questions or closing deals because they fear upsetting prospects. Overcoming these limiting beliefs requires vulnerability, trust, and a series of questions to help individuals release these beliefs.
Transforming a Sales Team
I'd like to share three unconventional ways to transform a sales team. One major obstacle I've identified is that many salespeople struggle to see themselves as equals to decision makers, such as CEOs or company presidents. Instead of approaching these decision makers, they often sell low by targeting procurement personnel or buyers.
I also advise against promoting great salespeople into sales management roles. Transitioning from an individual contributor to a manager requires a significant psychological shift, and many salespeople lack the skills to produce results through others.
To transform a sales team, I suggest addressing three key weaknesses often found in sales managers: their inability or unwillingness to hold people accountable for results, their lack of coaching skills, and their ineffective recruitment practices.
Diagnosing Issues Scientifically
I want to emphasize the importance of diagnosing issues in a company based on scientific methods. Utilizing tools to gather data is more effective than relying solely on interviews or surveys. By approaching problems scientifically, organizations can establish a solid foundation for making meaningful changes and achieving transformation.
Connect with Patrick Kagan of Sales Hindsight Podcast
https://www.linkedin.com/company/pk-solutions-group/
